Real-World Education for Modern Marketers

Join Over 600,000 Marketing Professionals

Start here!
Text:  A A

What B2B Buyers Think of B2B Salespeople

by Ayaz Nanji  |  
June 25, 2018

Most B2B buyers have a positive view of B2B vendors but don't think salespeople generally exceed expectations, according to recent research from the Miller Heiman Group.

The report was based on data from a global survey of 500 B2B buyers who work for companies with $250 million or more in annual revenue and who make purchases of $10,000 or more.

Some 65% of B2B buyers say they have a positive view of vendor salespeople, 32% have a neutral view, and 3% have a negative view.

However, only 32% of B2B buyers say the majority of B2B salespeople exceed their expectations.

More than half (58%) of buyers say that when choosing among vendors, typically one is only a little better than the others: Only 32% of buyers say a single vendor typically outshines the competition.

Most B2B buyers do not turn to B2B salespeople for strategic help, the survey found: Less than a quarter (23%) of respondents say vendor salespeople are among the top three resources they use to solve business problems.

Sign up for free to read the full article.Read the Full Article

Membership is required to access the full version of this how-to marketing article ... don't worry though, it's FREE!


We will never sell or rent your email address to anyone. We value your privacy. (We hate spam as much as you do.) See our privacy policy.

Sign in with one of your preferred accounts below:


Ayaz Nanji is an independent digital strategist and a co-founder of ICW Content, a marketing agency specializing in content creation for brands and businesses. He is also a research writer for MarketingProfs. He has worked for Google/YouTube, the Travel Channel, AOL, and the New York Times.

LinkedIn: Ayaz Nanji

Twitter: @ayaznanji

Rate this  

Overall rating

  • Not rated yet.

Add a Comment


  • by mike802 Sun Jul 1, 2018 via web

    Fascinating article! Thank you for sharing this! I find it surprising that only 10.4% think that all vendors are equal. Obviously, a complicated decision which is why working with good folks can go a long way to help.

MarketingProfs uses single
sign-on with Facebook, Twitter, Google and others to make subscribing and signing in easier for you. That's it, and nothing more! Rest assured that MarketingProfs: Your data is secure with MarketingProfs SocialSafe!